Value Based Selling: Overcoming Price Objection

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Value Based Selling: Overcoming Price Objection

Category

Customer Service, Sales & Marketing Training Courses

Code

SM-314

City

Geneva (Switzerland)

Hotel

Hotel Meeting Room

Duration

One week 25Hour
2024-04-29 2024-05-03

Fees

5450 €
Durations for This Course
Register for this course
Content Training Methodology
Program Objectives
By the end of the program, participants will be able to:
  • Integrate consultative and value added selling into their professional practices.
  • Understand the process and psychology of the sales cycle.
  • Synchronize their selling cycle to the buying cycle of the customer.
  • Manage the value of their customers.
This Program is designed for

Sales and Marketing staff as well as anyone who needs to sell a commodity or an idea to another person. This program is worth 25 NASBA CPEs.

Program Outline
The Changing Business Environment
  • Turbulent Times for Companies
  • Evolution of Personal Selling
  • Are We Selling Something or Helping the Customer Buy?
  • Personal Selling Profile
Preparation and Self Organization
  • Personal Management
  • Impact of Your Appearance
  • Developing a Strategy for Sales Success (The BAT Formula: Behavior, Attitude and Techniques)
The Sales Meeting
  • Functions of the Sales Presentation
  • Professional Skills
  • The ASAP Formula (Art, Science, Agility, Performance)
  • The 7-Step Sales Process
  • Overcoming Objections Which Comprise 6 Major Factors:
    • Need
    • Features
    • Company
    • Price
    • Time
    • Competition
  • Closing Techniques

 

Creating Rapport through Communication
  • Purpose of Communication
  • Elements of Communication with Others
  • Questioning and Probing Skills (The RAIN Model: Rapport, Aspirations, Impact, Need Analysis)
Managing the Customer Relationship
  • Service Beliefs and Philosophy
  • Basic Attributes of a Positive Attitude
  • Value of Your Customer and How You Manage It
  • Causes of Customer Attrition
  • How to Respond to Different Buyers and Different Personalities

 

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Results --->  Of Courses
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30

Value Based Selling: Overcoming Price Objection

2024-04-08 2024-04-12
Offline 5450 €
Prague-(Czech-Republic)

Value Based Selling: Overcoming Price Objection

2024-04-22 2024-04-26
Offline 5450 €
Malaga-(Spain)

Value Based Selling: Overcoming Price Objection

2024-04-22 2024-04-26
Offline 5450 €
Brussels-(Belgium)

Value Based Selling: Overcoming Price Objection

2024-04-29 2024-05-03
Offline 5450 €
Geneva-(Switzerland)

Value Based Selling: Overcoming Price Objection

2024-04-29 2024-05-03
Offline 4950 €
Bucharest-(Romania)

Value Based Selling: Overcoming Price Objection

2024-04-29 2024-05-03
Offline 4950 €
Budapest-(Hungary)

Value Based Selling: Overcoming Price Objection

2024-04-29 2024-05-03
Offline 5450 €
Barcelona-(Spain)

Value Based Selling: Overcoming Price Objection

2024-05-06 2024-05-10
Offline 4950 €
Yerevan-(Armenia)

Value Based Selling: Overcoming Price Objection

2024-05-13 2024-05-17
Offline 4450 €
Trabzon-(Turkey)

Value Based Selling: Overcoming Price Objection

2024-05-13 2024-05-17
Offline 5450 €
Amsterdam-(Netherlands)

Value Based Selling: Overcoming Price Objection

2024-05-19 2024-05-23
Offline 3450 €
Muscat-(Oman)

Value Based Selling: Overcoming Price Objection

2024-05-27 2024-05-31
Offline 5450 €
London-(UK)

Value Based Selling: Overcoming Price Objection

2024-06-03 2024-06-07
Offline 2950 €
Istanbul-(Turkey)

Value Based Selling: Overcoming Price Objection

2024-06-09 2024-06-13
Offline 3450 €
Casablanca-(Morocco)

Value Based Selling: Overcoming Price Objection

2024-07-01 2024-07-05
Offline 1450 €
ONLINE

Value Based Selling: Overcoming Price Objection

2024-07-08 2024-07-12
Offline 5450 €
Paris-(France)

Value Based Selling: Overcoming Price Objection

2024-07-15 2024-07-19
Offline 5450 €
Amsterdam-(Netherlands)

Value Based Selling: Overcoming Price Objection

2024-07-29 2024-08-02
Offline 5450 €
Marbella-(Spain)

Value Based Selling: Overcoming Price Objection

2024-08-19 2024-08-23
Offline 4950 €
Zagreb-(Croatia)

Value Based Selling: Overcoming Price Objection

2024-08-19 2024-08-23
Offline 5450 €
Auckland-(New-Zealand)

Value Based Selling: Overcoming Price Objection

2024-08-19 2024-08-23
Offline 5450 €
Zurich-(Switzerland)

Value Based Selling: Overcoming Price Objection

2024-08-26 2024-08-30
Offline 2950 €
DUBAI-(UAE)

Value Based Selling: Overcoming Price Objection

2024-09-09 2024-09-13
Offline 5450 €
Munich-(Germany)

Value Based Selling: Overcoming Price Objection

2024-09-23 2024-09-27
Offline 3950 €
Jakarta-(Indonesia)

Value Based Selling: Overcoming Price Objection

2024-10-07 2024-10-11
Offline 5450 €
Stockholm-(Sweden)

Value Based Selling: Overcoming Price Objection

2024-10-14 2024-10-18
Offline 5450 €
Cyprus-(Larnaka)

Value Based Selling: Overcoming Price Objection

2024-10-20 2024-10-24
Offline 3450 €
Doha-(Qatar)

Value Based Selling: Overcoming Price Objection

2024-10-21 2024-10-25
Offline 5450 €
Florence-(Italy)

Value Based Selling: Overcoming Price Objection

2024-10-21 2024-10-25
Offline 5450 €
Athens-(Greece)

Value Based Selling: Overcoming Price Objection

2024-10-28 2024-11-01
Offline 4950 €
Tbilisi-(Georgia)

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